Focused Prospect Segments for eCommerce
The market contained thousands of businesses with very different models. We qualified the right companies, found the relevant people and organised the final prospects into usable campaign segments.
Delivered for Oakley
At a glance
- Industry
- eCommerce
- Scope
- 32,500 qualified prospects
- Turnaround
- 5 working days
01The challenge
What the client was actually up against
The starting point
The client wanted to reach businesses in the eCommerce market.
Finding online businesses was easy. Finding the right online businesses was not.
The market contained direct to consumer brands, retailers, marketplaces, wholesalers and other companies with very different operating models. The client needed 32,500 qualified prospects that matched a specific audience rather than a broad list of businesses that happened to sell online.
02The approach
The sequence we actually worked through
Project focus
Market qualification and segmentation
Scope of work
- Market research
- Company qualification
- Segmentation
- Decision maker research
- Contact enrichment
- Verification
- QA
How we solved it
8 stages, in order
- 01
We translated the client’s targeting requirements into clear account criteria.
- 02
Our research team reviewed potential companies against those requirements.
- 03
Companies that did not fit were removed and replaced.
- 04
Once an account qualified, we identified the person whose responsibility matched the campaign objective.
- 05
Business contact information was enriched and verified.
- 06
Duplicates were removed.
- 07
Important company and contact fields were standardised.
- 08
The final prospects were organised into useful market segments.
03The result
What the client received
Scope delivered
32,500
qualified prospects
Turnaround
5
working days
Delivery quality
Under 1%
Less than 1 percent standard bounce rate on valid delivered emails under normal sending conditions
The dataset
The client received 32,500 qualified eCommerce prospects.
- The delivery included qualified companies, relevant decision makers, verified contact information and segmentation fields built around the client’s targeting requirements.
- Standard valid emails followed Prospectal’s less than 1 percent standard bounce rate under normal sending conditions.
- Catch all contacts were reviewed separately where applicable.
What changed in the data
Before
- A large eCommerce market
- Mixed business models
- Limited qualification
- Unclear decision maker priorities
- Little useful segmentation
After
- Qualified companies
- Relevant decision makers
- Verified contact information
- Clear market segments
- Campaign ready prospect data
04The impact
What it changed day to day
Result
The client received 32,500 qualified prospects within 5 working days.
Instead of receiving a broad collection of companies that happened to operate online, the client received prospects organised around the business models and contact responsibilities relevant to the campaign.
The final delivery reduced the amount of filtering and manual checking required before the data could be used.
In the client’s words
They didn’t treat eCommerce as one bucket. Each prospect was matched to the right business model and the right person inside the company. That was the difference between a list we still had to filter and one we could actually use.
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